4: Accelerating Your Solution Into the European Market w/ Jamie Murphy

July 17, 2018 00:24:10
4: Accelerating Your Solution Into the European Market w/ Jamie Murphy
B2B Revenue Acceleration
4: Accelerating Your Solution Into the European Market w/ Jamie Murphy

Jul 17 2018 | 00:24:10

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Show Notes

Acceleration. It defines not just technology itself, but the speed at which companies are competing with others to provide valuable solutions to end-users.

Jamie Murphy from Cyber Business Growth helps organizations accelerate into the European market by evaluating clients’ strengths and weaknesses in their go-to-market strategies.  He connects them with the appropriate partners and channels to accelerate their entrance into the ever-changing European technological landscape.

He joined us on our B2B Revenue Accelerattion podcast to give his thoughts on how companies can avoid pitfalls and find their position within the European market at a quicker pace.

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Episode Transcript

WEBVTT 1 00:00:00.120 --> 00:00:03.200 What does it matter? What I think? I know my stuff. I 2 00:00:03.359 --> 00:00:08.109 know the market right. You know your market, but really it's really about 3 00:00:08.150 --> 00:00:14.669 the people are going to use it. You're listening to BB revenue acceleration, 4 00:00:15.310 --> 00:00:19.829 a podcast dedicated helping software executive stay on the cutting edge of sales and marketing 5 00:00:19.989 --> 00:00:25.620 in their industry. Let's get into the show. Hi, welcome to be 6 00:00:25.739 --> 00:00:29.739 to be a revenue acceleration. My name is Niemier and I'm here today with 7 00:00:29.820 --> 00:00:34.659 Jamie Murphy from Saber Business Growth, or CBG. Jamie, how are you 8 00:00:34.700 --> 00:00:39.850 today? I'm really good, excellent. I mean CBG towers in Cambridge, 9 00:00:40.289 --> 00:00:44.369 and looking forward to speaking to you. Well, that sounds absolutely fantastic. 10 00:00:45.090 --> 00:00:49.329 So today, Jimmie, we wanted to invade you to discuss about a topic 11 00:00:49.409 --> 00:00:53.399 that we all have at heart, which is European expansion. And I'll do 12 00:00:53.479 --> 00:00:56.960 you judge. How do you know that, to complete, your company's ready 13 00:00:57.439 --> 00:01:02.280 to expand into the European territory. But before we get into the details and 14 00:01:02.560 --> 00:01:06.950 and obviously pick your brain and discuss you experience, can you please just share 15 00:01:07.030 --> 00:01:11.310 with us a little bit of backgrounds for CBG, as well as yourself, 16 00:01:11.390 --> 00:01:15.390 where you come from, how you decided to start CBG. My goodness, 17 00:01:15.629 --> 00:01:19.219 I appreciate that's a good idea. As I often say, I've been in 18 00:01:21.060 --> 00:01:26.219 the cyber market place for so long. It's been called to other things. 19 00:01:26.260 --> 00:01:30.299 Yes, it's my it's it was called network security, informations. It's been 20 00:01:30.379 --> 00:01:34.969 called lots of things, but this is this is the industry that I love, 21 00:01:34.530 --> 00:01:38.769 and I absolutely mean that. I've done it for over twenty years. 22 00:01:38.290 --> 00:01:45.450 I've worked right across mainly, you know, different types of organizations and really, 23 00:01:45.810 --> 00:01:51.760 you know, coming from a sales commercial backgrounds use the twenty years experience 24 00:01:51.879 --> 00:01:56.359 I've gained working with the lights of MTT, into Grilss, so some big 25 00:01:56.560 --> 00:02:00.560 players in the integration space, right the way through the start venders, using 26 00:02:00.640 --> 00:02:05.629 that as a backbone really to set up cyber business growth, which is my 27 00:02:05.790 --> 00:02:08.590 baby. Very good, my baby's two and a half years old. It's 28 00:02:08.590 --> 00:02:15.550 a beautiful baby. We are fundamentally of people business right, I think, 29 00:02:15.860 --> 00:02:19.620 you know, just to summarize, I think the skills gap gets mentioned all 30 00:02:19.659 --> 00:02:23.020 the time and I think there's a preconception that it's just technical roles. In 31 00:02:23.180 --> 00:02:29.860 my opinion, absolutely it goes far beyond that. With that sales marketing product 32 00:02:29.939 --> 00:02:34.530 marketing or services in general. So and we're we're there to brush a gap 33 00:02:34.930 --> 00:02:38.129 and and he's that's what you're flying dumb off services. So if we were 34 00:02:38.210 --> 00:02:40.849 to a just forwardiens and people had mean, I'd be a well of CBG. 35 00:02:42.090 --> 00:02:46.199 Can you summarized the tape off services that that's your gays offer? Of 36 00:02:46.360 --> 00:02:50.039 course, I think celebrations. At the heart of what we do. We 37 00:02:50.240 --> 00:02:55.000 use is our knowledge experience within the team of Consols I've got. So we've 38 00:02:55.039 --> 00:03:01.349 got a hybrid set of skills in the organization, which is fantastic because that 39 00:03:01.469 --> 00:03:07.909 allows us to provide services to vendors, to partners, to actually help accelerate 40 00:03:07.909 --> 00:03:13.819 anything that they want to achieve. So that could be around go to market 41 00:03:13.939 --> 00:03:17.780 strategy, that could be around marketing analysis, that could be right the way 42 00:03:17.979 --> 00:03:25.900 through to actually executing on, you know, Strategic Marketing Program so we've got, 43 00:03:27.289 --> 00:03:30.210 you, I would say, disciplines that we provide in. We call 44 00:03:30.330 --> 00:03:36.169 that the channel services area. So so I'd say in a nutshell, that's 45 00:03:36.330 --> 00:03:40.719 that's really what we do. So pretty a pretty complete outfitting away and and 46 00:03:40.919 --> 00:03:45.240 yet be needed to a find a bread model sort. So you found Offton. 47 00:03:45.400 --> 00:03:50.400 Well, you could have with the equivalent of to us through resources, 48 00:03:51.080 --> 00:03:55.469 different rules that can be taken care of, from marketing to resourcing of talent 49 00:03:55.590 --> 00:04:01.789 management up to the channel management of to end use a direct sales relationship management. 50 00:04:01.909 --> 00:04:04.909 Is that correct? It's a very, very good assumption. I think 51 00:04:05.270 --> 00:04:13.379 that what we saw when we planned and set the business up was the organizations 52 00:04:13.419 --> 00:04:16.019 actually, whether they are a partner or a n actually, you know, 53 00:04:16.180 --> 00:04:24.610 the challenge was around managing an investmentization. You know, even if we work 54 00:04:24.689 --> 00:04:30.769 with thender's pretty funding right the way through some of the largest security integrators in 55 00:04:30.810 --> 00:04:34.930 the world and you know, but they're all looking to grow their business in 56 00:04:35.089 --> 00:04:41.040 some way, shape or form and everyone needs to manage their investment of money 57 00:04:41.519 --> 00:04:47.000 sensibly and well. And I think it's the ability to get access and to 58 00:04:47.600 --> 00:04:53.589 to move quickly, because cyber business big, and basically the platform to be 59 00:04:53.670 --> 00:04:58.910 able to do that, either through our own court team or through our associates 60 00:04:58.949 --> 00:05:02.149 that we've got within the we use within the business. It's about accessibility, 61 00:05:02.189 --> 00:05:08.779 it's about experience really bridges the time to market. Yeah, absolutely, acceleration. 62 00:05:09.220 --> 00:05:12.259 This is something that we know well because that's how that's all more to 63 00:05:12.379 --> 00:05:16.540 as well as operatic sir about those exploration but driving back to the going back 64 00:05:16.540 --> 00:05:20.100 to the topic that we wanted to discuss then, and thank you very much 65 00:05:20.100 --> 00:05:24.610 for the story that you told us about you know, you and the birth 66 00:05:24.689 --> 00:05:28.170 of CBG, as well as giving us more information about what you guys do 67 00:05:28.250 --> 00:05:31.730 for your clients. One thing that's really impressed me when we first engage, 68 00:05:31.769 --> 00:05:35.079 in one of the first chance to meet with you and you're team, was 69 00:05:35.160 --> 00:05:40.800 that early stage service that serve is, that's your fer to, I would 70 00:05:40.800 --> 00:05:44.720 say early stage company, but not just early stage company, because I believe 71 00:05:44.759 --> 00:05:49.550 this could be around Borroun C type of Investment Company, but at service, 72 00:05:49.629 --> 00:05:56.910 which is around assessing the European market and and most importantly, assessing if you 73 00:05:56.990 --> 00:06:01.069 are ready to enter the European market. That's kind of a market test of 74 00:06:01.670 --> 00:06:05.819 assessing what's there, what's available, there are quickly you can get your market 75 00:06:05.899 --> 00:06:11.060 and try, but at that's the service that is really when we first engage, 76 00:06:11.100 --> 00:06:15.259 really intrigued me. So can you tell us a little bit more about 77 00:06:15.339 --> 00:06:18.009 how you go about that and what is the value to bring to a vendor, 78 00:06:18.129 --> 00:06:23.050 because they could make a choice to do it themselves, but what are 79 00:06:23.089 --> 00:06:27.050 you guys bringing them? Of extra value to these vendors. I appreciate the 80 00:06:27.129 --> 00:06:32.319 observation there. It was actually a gap that I'd observed really over the last 81 00:06:32.319 --> 00:06:35.879 few years in the market where, you know, back in the day, 82 00:06:36.680 --> 00:06:40.959 back in the day makes me sound really old, but and I am, 83 00:06:41.399 --> 00:06:47.790 but when we will pressure, when we were looking at new technology coming into 84 00:06:47.829 --> 00:06:54.069 the market, it was much easier to identify, both for a supplier and 85 00:06:54.310 --> 00:07:00.350 for a consumer, you know, mainly because security was fixed around things around 86 00:07:00.389 --> 00:07:03.540 like DM's eds, intranets, extra neets, and you could products were built 87 00:07:03.740 --> 00:07:10.939 around very fixed environments. That's changed and you know, and I think the 88 00:07:11.019 --> 00:07:15.060 key to the service, which is what we call CBG pulse, is really 89 00:07:15.139 --> 00:07:19.970 that, because there is no magic wand to finding the clients or finding the 90 00:07:20.050 --> 00:07:24.649 vendor, whether you're coming from the client side, the partner side or the 91 00:07:24.689 --> 00:07:29.490 vendor to the market and you I thought, there's a real opportunity to connect 92 00:07:30.040 --> 00:07:33.279 the business together. I also think that, you know, evolved on the 93 00:07:33.399 --> 00:07:40.120 service because the go to market. It needs to be challenged because if you 94 00:07:40.240 --> 00:07:46.670 look at the model in the mid s around taking vendor's new technology to market, 95 00:07:46.389 --> 00:07:51.029 we using the three tier channel, using distribution, reseller and selling to 96 00:07:51.189 --> 00:07:57.029 inclinent through the vendor. That kind of worked, but there are just too 97 00:07:57.110 --> 00:08:01.699 many assumptions to be made because there's too much volume coming through. So how 98 00:08:01.819 --> 00:08:05.500 can you cut through, both from a client perspective and from a vendor perspective, 99 00:08:05.579 --> 00:08:11.180 to understand what's your market? What do you there's some real value to 100 00:08:11.259 --> 00:08:18.689 be had about connecting and getting some real evaluation of what the consumers of technology 101 00:08:18.730 --> 00:08:24.649 actually believe, what your product does or or how it can integrate into their 102 00:08:24.769 --> 00:08:28.160 existing environment, which is, you know, some of the key things that 103 00:08:28.240 --> 00:08:33.559 I find have been missed out. So it's for me, CBG pulse is 104 00:08:33.600 --> 00:08:39.240 like quality control. You know, it allows quality control for the vendor looking 105 00:08:39.320 --> 00:08:43.309 to spend money into into a region. Is that not alone? Is there 106 00:08:43.350 --> 00:08:48.669 a market? Is there a challenge? Is the thing that I'm thinking that's 107 00:08:48.710 --> 00:08:52.750 working over another regions? Does that actually exist? And and I think you 108 00:08:52.789 --> 00:08:56.860 know, we make loads of talented people running, running the vendors and the 109 00:08:56.940 --> 00:09:01.259 international business, but it's so difficult for one person. It's one person's opinion. 110 00:09:01.500 --> 00:09:07.860 Absolutely. So we built CBG pulse using our connections into the market and 111 00:09:09.500 --> 00:09:13.529 I often flippantly say, what does it matter? What I think, I 112 00:09:13.730 --> 00:09:16.610 know my stuff. I know the market rate, you know your market but 113 00:09:18.090 --> 00:09:22.730 really it's really about the people are going to use it. So what we 114 00:09:22.850 --> 00:09:28.039 do for an organization is we actually go and put a vendor through. It 115 00:09:28.120 --> 00:09:31.279 could be a partner service as well, by the way, but in this 116 00:09:31.440 --> 00:09:37.799 instance it could be a vendor and they believe their addressable market is x. 117 00:09:37.559 --> 00:09:43.230 We then go and take their proposition through our consulting process where they get to 118 00:09:43.389 --> 00:09:50.470 engage with a number of organizations to effectively pitch the products, test the products 119 00:09:50.909 --> 00:09:58.259 evaluate really whether the presentation and the quality of the products is there for the 120 00:09:58.340 --> 00:10:03.659 mark you are they's in a real change. So and that the fundamentals of 121 00:10:03.740 --> 00:10:07.850 what we built. It's all about getting that feedback and providing a vendor or 122 00:10:07.889 --> 00:10:16.529 a partner with a consulting engagement, quality piece of work which gives a snapshot 123 00:10:16.929 --> 00:10:20.250 and a process of a number of organizations who are looking for innovation, that 124 00:10:20.559 --> 00:10:24.919 no customers are looking to the things that are going to help them solve some 125 00:10:24.000 --> 00:10:28.120 of the challenges, and we give the vendors access to those people. Okay, 126 00:10:28.399 --> 00:10:31.480 I agree with you. I think we all entitled to own opinion and 127 00:10:31.679 --> 00:10:35.350 we all have feelings about what's working was not working. But if we are 128 00:10:35.470 --> 00:10:39.590 not the actual end user, who are not the Reseller, that will be 129 00:10:39.710 --> 00:10:43.509 on commission on need to sell the products. What do we know? So 130 00:10:43.909 --> 00:10:48.509 I think I think it's approaches. A is very interesting because he's done to 131 00:10:48.669 --> 00:10:50.980 earth and it's not about you gay spending a lot of time in front of 132 00:10:52.059 --> 00:10:54.259 your computer, in front of a way bold speaking, you know, amongst 133 00:10:54.299 --> 00:11:00.700 your stairs. Yourself is actually going out speaking with individual presenting, which which 134 00:11:00.740 --> 00:11:03.490 I think is a wonderful approachect and definitely a great idea. We found that 135 00:11:05.289 --> 00:11:09.769 that resonates and I think it's all about ensuring that you know that it can 136 00:11:09.850 --> 00:11:15.009 be misleading, that it can be perceived maybe from available it's a sales so 137 00:11:15.210 --> 00:11:18.360 it's not. It's a market analysis also, and that's you know, I 138 00:11:18.519 --> 00:11:22.960 think that the clients also seen value it as well. I fully appreciate that 139 00:11:24.440 --> 00:11:26.679 in some of your expend somebody. I'm kind of moving on to the next 140 00:11:26.679 --> 00:11:31.720 step now because you've done a great job in describing what what pers is, 141 00:11:31.759 --> 00:11:35.789 which is a initial under something of the market. Is The market ready for 142 00:11:35.909 --> 00:11:39.070 you? Is there buyrls that will want to use your solution? But what's 143 00:11:39.070 --> 00:11:43.269 that very dated let's say you you ticked at books. The next step is 144 00:11:43.350 --> 00:11:50.980 ready to start getting established in the market. So from your experience our long 145 00:11:50.700 --> 00:11:56.860 does that take for new vendor to establish themselves in a new market like the 146 00:11:56.899 --> 00:12:03.809 European markets? You know that. I mean that is any incredibly challenging question 147 00:12:03.049 --> 00:12:11.210 because I think it's all based on what their perception of being established actually is 148 00:12:11.690 --> 00:12:16.440 and what the goals and I ends are that organization. I think is good 149 00:12:16.519 --> 00:12:24.519 because I think you you need to understand what those metrics and measurements are to 150 00:12:24.679 --> 00:12:28.919 gage whether you've been successful or not, and I think it's about understanding what 151 00:12:30.110 --> 00:12:35.149 the goals are of your organization. If you look at some of the vendors, 152 00:12:35.190 --> 00:12:37.629 I think this often gets missed is that if you look and you have 153 00:12:37.830 --> 00:12:45.539 two people talking about expansion and quick acceleration of growth, people like parallel out 154 00:12:46.220 --> 00:12:50.139 for example, but I mean it's incredible the journey they've been on in the 155 00:12:50.179 --> 00:12:56.419 last few years. But I actually remember being at the point when they did 156 00:12:56.500 --> 00:13:01.570 originally come into the market and it took them a number of years to work 157 00:13:01.610 --> 00:13:05.970 out yet proposition, the pace, how they get their how they're going to 158 00:13:05.009 --> 00:13:09.809 be. They didn't start at the point of taking over or start to dominate 159 00:13:11.049 --> 00:13:16.559 and take over the other players firewall market share. It actually took, you 160 00:13:16.639 --> 00:13:20.240 know, one to two years to understand where they fit fitted into the marketplace 161 00:13:20.679 --> 00:13:26.480 and I think that often can get lost and I think that no, patience 162 00:13:26.679 --> 00:13:31.309 is a virtue and it should be observed in this instance. I think I 163 00:13:31.470 --> 00:13:37.350 have seen venders come through the market and ride waves and we saw that a 164 00:13:37.509 --> 00:13:43.659 thing to some extent with with endpoint and market share is being created by next 165 00:13:43.740 --> 00:13:50.259 generation endpoint and there are a number of later entries into the market who probably 166 00:13:50.419 --> 00:13:54.700 got market share off the back of other hard work. Really, absolutely okay. 167 00:13:56.049 --> 00:14:00.250 That's happened from time to time. But I would say is about being 168 00:14:00.370 --> 00:14:03.529 patient. It's about, you know, work in the market properly. Yeah, 169 00:14:05.049 --> 00:14:07.210 none, and I agree with you on the point them in again. 170 00:14:07.409 --> 00:14:11.600 We we all sort part of the the beginning off blow old netox in Europe 171 00:14:11.639 --> 00:14:16.200 up when there are team of three or four people. I can't really remember 172 00:14:16.799 --> 00:14:20.000 and completely agree with you. I think the first the first year, it 173 00:14:20.120 --> 00:14:24.710 was really a question of everybody was putting their sleeves up. From the VPAMA. 174 00:14:24.870 --> 00:14:28.590 That would put a recruitment at an or a Seras at Hon and those 175 00:14:28.629 --> 00:14:33.750 guys were like Swiss army knife, trying to do lots of things but really 176 00:14:33.789 --> 00:14:37.750 getting under the skin of the market, and then they went exponential when they 177 00:14:37.789 --> 00:14:41.659 started to really get the rovern you flowing. Most recently we've seen companies doing 178 00:14:41.700 --> 00:14:46.179 it the other way around, so really investing in the turn and a ton 179 00:14:46.259 --> 00:14:48.940 of sells. People are ton of marketing, people are channel and and putting 180 00:14:50.019 --> 00:14:52.730 all the investment out without any of them. You're coming in and I think, 181 00:14:54.090 --> 00:14:56.889 I guess it's a choice, but what I've seen most successfully is the 182 00:14:56.929 --> 00:14:58.730 people. I we've been basing, people have stuck to see the ven you 183 00:14:58.850 --> 00:15:03.610 coming, and also people who are not on the pressure to recruit a large 184 00:15:03.730 --> 00:15:07.440 cells team. I think if you've got a pressure, it's ridiculous pressure right 185 00:15:07.279 --> 00:15:13.600 right with you. And you know, when I left in Tet after nine 186 00:15:13.600 --> 00:15:16.200 and a half years great, I had a great time and I part of 187 00:15:16.279 --> 00:15:20.639 the market research was finding out what was going on and you know, and 188 00:15:20.720 --> 00:15:24.789 what I found was when I was talking to the organizations, you may be 189 00:15:24.909 --> 00:15:31.629 looking to the Pasit type roles. That role was, you know, Ulstaately, 190 00:15:31.149 --> 00:15:37.299 a real hybread of skills and it's an incredibly difficult to actually you you 191 00:15:37.379 --> 00:15:43.860 know, maybe what the organize want, once they understand the market, what 192 00:15:43.980 --> 00:15:46.100 it is they're going to sell into the market, how they're going to go 193 00:15:46.179 --> 00:15:50.809 about executing it. And I think that first twelve months in particular, you 194 00:15:50.049 --> 00:15:54.730 actually need a hybrid as skills. You need to be running channel in parallel 195 00:15:54.809 --> 00:16:00.250 with channel in parallel with then use our stimulation, market stimulation. Yeah, 196 00:16:00.250 --> 00:16:03.639 you can meet in the middle and if you're an organization is starting out, 197 00:16:03.639 --> 00:16:07.759 you don't have the budget necessarily. Some do, some have gone for it, 198 00:16:07.799 --> 00:16:11.480 as you've said, but number of organization don't have that luxury. So 199 00:16:11.919 --> 00:16:17.000 we found a real niche in the market to, I guess, provide a 200 00:16:17.039 --> 00:16:22.110 service for some of the people that we're working with, provide a blended service 201 00:16:22.269 --> 00:16:26.830 so they can turn it up and turn it down dependent on do you need, 202 00:16:26.230 --> 00:16:30.590 you know, the blend of marketing, sales, some product management and 203 00:16:30.789 --> 00:16:33.940 some presales. Well, you don't need to have those five heads all at 204 00:16:33.980 --> 00:16:37.740 one time. You can take a little bit of those and usually the metric 205 00:16:37.820 --> 00:16:42.299 implies that we use is that for the cost of bringing in Fte, we 206 00:16:42.379 --> 00:16:48.250 could potentially bring in a hybrid service for that and then hope build our build 207 00:16:48.289 --> 00:16:52.529 success over time and then look to bring in full time investment when the time 208 00:16:52.649 --> 00:16:57.809 is right. It's a subtle art off waiting investment us you free time. 209 00:16:57.929 --> 00:17:02.279 Basically. I guess that's that's that's the point of the conversation we having and 210 00:17:02.720 --> 00:17:06.519 to your point, it does depends on the organization. Probably does depend on 211 00:17:06.599 --> 00:17:11.000 the investors as well and the willness of the investors to invest very quickly. 212 00:17:11.599 --> 00:17:15.109 One of my next question was to speak about the mistakes to avoid as a 213 00:17:15.230 --> 00:17:18.869 newcomer and I think we already spoke about one and and just if I was 214 00:17:18.910 --> 00:17:22.269 to rephrase it to him in the kind of think issue we discusses is seeing 215 00:17:22.349 --> 00:17:29.190 people coming in. Having a requirement to recruit very early on ten, fifteen, 216 00:17:29.390 --> 00:17:33.420 twenty and thirty sells people and what we see is that when you've got 217 00:17:33.539 --> 00:17:37.059 a requirement of recruiting such a large team, you end up recruiting people that 218 00:17:37.140 --> 00:17:41.019 you may not have recruited if you are not under pressure to get people in. 219 00:17:41.380 --> 00:17:45.970 And we know that, particularly when you get into on top price cells 220 00:17:45.089 --> 00:17:48.769 and when you get too long and complex cell cycles, we can cost you 221 00:17:48.890 --> 00:17:55.049 lots of money to make the wrong choices and recruiting the wrong or not the 222 00:17:55.130 --> 00:17:59.440 right type of cells individual. But with that, with that mistake, a 223 00:17:59.519 --> 00:18:03.440 part of maybe scaling things too quickly. Is there any user mistakes that you've 224 00:18:03.519 --> 00:18:08.680 seen from newcomers and that you would like to take us through or experience of 225 00:18:10.039 --> 00:18:12.990 of things that you've not seen walking very well in the past? I guess 226 00:18:14.150 --> 00:18:18.509 you know, it's easy to be great towsner and absolutely I'm you know, 227 00:18:18.789 --> 00:18:22.109 as many mistakes as anyway as anyone else. And I thing I say you 228 00:18:22.150 --> 00:18:26.950 learned listener, because you know, you look, you say you know. 229 00:18:26.109 --> 00:18:30.900 For example, I think one of the and I kind of alluded to it 230 00:18:30.019 --> 00:18:33.059 there and it's a little bit related to the point, but you know, 231 00:18:33.779 --> 00:18:38.740 looking for the roller deck salesperson. My goodness, you know, I've had 232 00:18:38.779 --> 00:18:47.809 the pleasure and privilege of working with some incredibly well connected salespeople, you know, 233 00:18:47.890 --> 00:18:51.490 who are really good friends of my own, but and then the most 234 00:18:51.529 --> 00:18:55.609 connected people in there. But I think it's a you know, sales is, 235 00:18:55.650 --> 00:19:00.039 of course based on trust, but it's incredibly difficult if you're coming in 236 00:19:00.880 --> 00:19:04.359 and you are the person down on the ground number one and because you are 237 00:19:04.599 --> 00:19:10.349 roller deck salesperson, you're expected to get things done. Now. There will 238 00:19:10.349 --> 00:19:12.670 be instances where that is possible. Of course, if you've got the thing 239 00:19:12.789 --> 00:19:17.390 that unlocked the door, you've rode the way, then you've got away in. 240 00:19:17.470 --> 00:19:19.630 That's fine. But you know, that's if you look at the volume 241 00:19:19.710 --> 00:19:25.380 of vendors that are out there. That's why we see such a transient recruitment 242 00:19:25.500 --> 00:19:30.140 market place, particularly in sales, because it's a it is an incredibly transient 243 00:19:30.180 --> 00:19:34.900 market because it's really difficult to be ultimately, ultimately successful. Yeah, and 244 00:19:36.859 --> 00:19:41.809 and I would say the biggest kind of high level thing is making assumptions. 245 00:19:41.369 --> 00:19:45.849 I have, I seen that lot. We've all done it at some point, 246 00:19:45.970 --> 00:19:48.609 where we assume something, we assume what the market wants, we assume 247 00:19:48.769 --> 00:19:53.680 what in particularly the Channel One, I think, and the way that I 248 00:19:53.839 --> 00:19:59.200 do business, and I'm not, definitely not perfect, but we'll tree everybody 249 00:19:59.480 --> 00:20:04.680 like a client and everyone gets the a list, the VIP treatment, as 250 00:20:04.680 --> 00:20:08.029 they should do, you know, and treat others. I remember that. 251 00:20:08.589 --> 00:20:12.670 Yeah, I'll ray you get the a plus. I do, I do, 252 00:20:12.789 --> 00:20:15.390 I do. I was just teasing you. That's okay, you load 253 00:20:15.430 --> 00:20:18.190 to do. But we on the channel side of things. I think the 254 00:20:18.230 --> 00:20:22.259 channel gets overlooked if I'm being a called that out, I think, and 255 00:20:22.500 --> 00:20:27.259 that I can often see that if you're coming into the European market where it's 256 00:20:27.259 --> 00:20:33.339 a different setup, there's a different model out their channel, if we take 257 00:20:33.420 --> 00:20:38.769 the time to understand where their issues are with that's agility, whether that's improving 258 00:20:38.849 --> 00:20:44.809 eibit are, whether that's solving real business challenges, I think that gets massively 259 00:20:44.849 --> 00:20:47.809 overlooked and we go in there, we show the shiny thing, we hope 260 00:20:47.890 --> 00:20:52.240 everything's going to go well. That doesn't work because there's fifty other people trying 261 00:20:52.279 --> 00:20:55.440 to do the same thing. Yeah, and it's the chicken and the egg. 262 00:20:55.480 --> 00:20:59.119 You know, we I think we had the conversation already together, but 263 00:20:59.279 --> 00:21:04.430 it's quite often that we get into conversation in North America, or it was 264 00:21:04.589 --> 00:21:08.950 Australia startups, and when they look get coming into the European market, they 265 00:21:08.990 --> 00:21:11.990 always ask usins wall, should they good channel or should it just get the 266 00:21:12.069 --> 00:21:15.869 Firstman on the ground? And what we are always always suggest is do both. 267 00:21:17.230 --> 00:21:18.539 Okay, you both, but do it, know, in a very 268 00:21:18.660 --> 00:21:23.460 controlled manner and, as you mentioned in in your answer to your previous question, 269 00:21:23.980 --> 00:21:27.819 just make sure that you have makes an assolution that you can measure on 270 00:21:27.859 --> 00:21:32.859 the quarterly basis and then once you do well, you can carry on an 271 00:21:32.890 --> 00:21:37.170 invest or if you don't, or just retract and tree something different. But 272 00:21:37.250 --> 00:21:40.569 I think they are both very important. I mean actually, we probably probably 273 00:21:40.569 --> 00:21:45.210 could spend another certain manages to speak about that topic in particular. So let's 274 00:21:45.250 --> 00:21:49.079 not get US started. But I mean first parts are right. Absolutely we 275 00:21:49.559 --> 00:21:53.240 are. We're getting excited now, but it is topics. Are really what 276 00:21:53.359 --> 00:21:56.480 does podcast are for? You know, it's about we want to invade people 277 00:21:56.480 --> 00:22:00.079 who are passionate. We want to invade people were real insight to share with 278 00:22:00.200 --> 00:22:03.829 us. So it's extremely likely that we are we invade you back in the 279 00:22:04.069 --> 00:22:07.710 in the coming weeks to talk about that was a topic. But, Jamie, 280 00:22:07.750 --> 00:22:12.269 for now and for today, if people, if some of our listeners 281 00:22:12.710 --> 00:22:15.779 wants to get in touch with you, what is the best way to connect 282 00:22:15.779 --> 00:22:19.900 with either CBG? Always, Jamie Murphy, sure, I mean there's there's 283 00:22:19.900 --> 00:22:23.980 a number of methods to do that, and I mean a lot of the 284 00:22:25.059 --> 00:22:29.380 materials and information we've got the clearly on side a business, Chrisycom, which 285 00:22:29.859 --> 00:22:34.809 you should definitely look at with with updated and got some of the productization out 286 00:22:34.890 --> 00:22:40.009 there. So you can see clearly what we're doing. Definitely follow us on 287 00:22:40.650 --> 00:22:45.559 my favorite platform, linkedin. Yeah, bless it, because, you know, 288 00:22:45.680 --> 00:22:52.799 don't follow us because we try to provide non sales content opinion. So 289 00:22:52.960 --> 00:23:00.269 definitely follow cyber business goes on there, for sure, and ultimately contact us 290 00:23:00.390 --> 00:23:03.509 through their contact with me, you know, directly through through that mechanism, 291 00:23:03.589 --> 00:23:07.430 and I love to talk to anybody. You know, defuntel. I'm very, 292 00:23:07.549 --> 00:23:11.150 very passionate about this, this industry. What that's wonderful, Jimmy. 293 00:23:11.150 --> 00:23:15.059 I mean you've been a fantastic conversation. Let's of insight from from your side. 294 00:23:15.099 --> 00:23:18.019 So I really appreciate your time today and again, thank you very much. 295 00:23:18.259 --> 00:23:22.740 It's been a pleasure talking to you as always, and I hope to 296 00:23:22.779 --> 00:23:27.490 see very soon. Thank you. operatics has redefined the meaning of revenue generation 297 00:23:27.730 --> 00:23:33.849 for technology companies worldwide. While the traditional concepts of building and managing inside sales 298 00:23:33.890 --> 00:23:38.569 teams inhouse has existed for many years, companies are struggling with a lack of 299 00:23:38.730 --> 00:23:45.400 focus, agility and scale required in today's fast and complex world of enterprise technology 300 00:23:45.440 --> 00:23:52.920 sales. See How operatics can help your company accelerate pipeline. At operatics DOTNET. 301 00:23:52.759 --> 00:23:56.869 You've been listening to be tob revenue acceleration. To ensure that you never 302 00:23:56.910 --> 00:24:02.190 miss an episode, subscribe to the show in your favorite podcast player. Thank 303 00:24:02.230 --> 00:24:03.309 you so much for listening. Until next time.

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